When he was just starting out in the financial services profession, Tommy Archer, CFP, found himself acquiring countless index cards identifying people who told him, “I can’t talk right now; call me back next week.”
Then the 16-year MDRT member from New York, read a book that told him the importance and efficiency of motivating prospects into a decision.
So he called 50 of these people to tell them today would be the last day he was calling. “I know you want me to call you back, but this is it,” he said. “Do you want to move forward or not? I respect your time, but I will not be calling you back.”
Though 47 people declined to buy, three purchased a policy from Archer, who was grateful for the freedom of getting rid of the people who kept saying “call me back, call me back” with no intention of working with him. “In the back of your mind, you think you have all these prospects, but you really don’t,” he said. “People are just keeping you on the line. I’d much rather have a quick no than a slow maybe.
“At the end of the day, I want to move on.”
- Read more about “Overcoming objections”
Written by Matt Pais, MDRT Content Specialist
Since deciding to operate in truth (sifting our false prospects) rather than comfort (delusional thinking), my life has never been the same.
I have been reluctant to tell my clients that I will not call again. But now I feel that I was wrong by continuing to have faith in them. Most of the people would like to drag on without giving any commitment because they are not willing to come out with a negative answer. So I too agree to give them the last chance to avoid further communication.
Thank you for this nugget of wisdom.
So true……..within the past 3 months I began doing that as well. It does 2 things. It clears your mind and them off of your list, and it does motivate some to finally make a decision